business conference

1、 General Training for BEC Vantage 进入进入Pass Cambridge BEC Vantage Textbook StudyBy Liu JiaPart In Topic-oriented business vocabularyn Corresponding business knowledgen Corresponding business backgroundn Exam-oriented skills and exercisesFocus of Each Textbook UnitBusiness conferenceUnit 8 Notes to th

2、e Text(Text1) Background Information Preparatory Vocabulary(Text12) Genuine Tests and Reference Answers(Text1) Notes to the Text (Text 2) Genuine Tests and Reference Answers (Text 2) BackBackground Informationu商务会议面临的问题商务会议面临的问题 u如何开好会议如何开好会议无论是什么行业的企业或者单位举办会议，无论筹划此会议的筹划者无论是什么行业的企业或者单位举办会议，无论筹划此会议的筹

3、划者经验是否丰富，单纯站在举办方的立场与角度上分析，都会面临各种经验是否丰富，单纯站在举办方的立场与角度上分析，都会面临各种问题：问题：（1）需要做些什么？）需要做些什么？ 会议有各种类型，召开会议是要达到一定的目的和目标，一次第一个会议有各种类型，召开会议是要达到一定的目的和目标，一次第一个重要步骤是收集信息。重要步骤是收集信息。（2）谁来筹划会议？）谁来筹划会议？ 有人是专职从事这项工作，有的是兼任此职。无论是专职还是兼职，有人是专职从事这项工作，有的是兼任此职。无论是专职还是兼职，最终结果是使会议顺利完成，工作效率代表着主办单位或公司的水平。最终结果是使会议顺利完成，工作效率代表着主办单

4、位或公司的水平。（3）主要会议类型：）主要会议类型： 销售会议，年会，研讨会，产品发布会，专业会议，奖励会议，培训销售会议，年会，研讨会，产品发布会，专业会议，奖励会议，培训会议会议（4）会议筹划步骤）会议筹划步骤 目的和目标：确定会议的目的和目标、制定会议议程是会议的重心所目的和目标：确定会议的目的和目标、制定会议议程是会议的重心所在。进行具体筹划，例如：预计召开会议的日期，会议预计召开天数，在。进行具体筹划，例如：预计召开会议的日期，会议预计召开天数，会议形式或程序是什么，将有多少人到会，会议预算是多少，谁来制会议形式或程序是什么，将有多少人到会，会议预算是多少，谁来制作会议的邀请函，会议

5、的发言人有哪些？等等。作会议的邀请函，会议的发言人有哪些？等等。（1）以积极的心态看待会议。在参加会议以前，一定要）以积极的心态看待会议。在参加会议以前，一定要以积极、正面的心态参加，要明白开会是一种最直接表现以积极、正面的心态参加，要明白开会是一种最直接表现你自己能力的机会，你的业务能力、人际能力、应变能力、你自己能力的机会，你的业务能力、人际能力、应变能力、表达能力等都会在开会中表现出来。表达能力等都会在开会中表现出来。（2）要有明确的会议目的。开会通常为了三个目的：沟）要有明确的会议目的。开会通常为了三个目的：沟通、管理和决策。而不管哪一个目的，会前一定要明白会通、管理和决策。而不管哪一

6、个目的，会前一定要明白会议的主题，围绕主题有的放矢做充分准备。议的主题，围绕主题有的放矢做充分准备。（3）精选参加会议的人员。参加会议的人员数量要适度，）精选参加会议的人员。参加会议的人员数量要适度，在公司中的层级不能相差太远；否则不可能做到畅所欲言、在公司中的层级不能相差太远；否则不可能做到畅所欲言、各抒己见。各抒己见。（4）会前要有议程。）会前要有议程。（5）会前要做准备。包括收集信息，准备资料。）会前要做准备。包括收集信息，准备资料。（6）公开称赞，私下批评。）公开称赞，私下批评。（7）开放心胸，容纳意见。）开放心胸，容纳意见。（8）设定时间，准时开始、按时结束。）设定时间，准时开始、按

7、时结束。（9）认真做好会议记录。）认真做好会议记录。（10）事后追踪。）事后追踪。Text onePreparatory Vocabularystage vt. 举行，举办举行，举办insular adj. 孤立的，与世隔孤立的，与世隔绝的绝的European Common Market 欧洲共同市场欧洲共同市场outward looking 目光向外目光向外management n. （企业机关（企业机关等的）管理层，管理人员，管等的）管理层，管理人员，管理部门，经理部理部门，经理部 disseminate vt. 传播，散布传播，散布mammoth task 浩大的工作浩大的工作group

8、 dynamic 群体热力，群体动群体热力，群体动力（群体与个人之见的相互作用）力（群体与个人之见的相互作用）hotelier n. 酒店经理，酒店老板酒店经理，酒店老板balance sheet 资产负债表，决算表，资产负债表，决算表，平衡表平衡表product launch 产品推介会产品推介会well-informed adj. 熟悉，知情熟悉，知情sense of participation 参与感参与感brainstorming n. 头脑风暴，献计头脑风暴，献计献策，思维碰撞，集思广益献策，思维碰撞，集思广益conference call 电话会议电话会议E everything

9、完全电子化，一切电完全电子化，一切电子化子化Preparatory Vocabularyaccount executive 客户部经理客户部经理pre-sales support 售前支持，售前支持，售前服务，售前服务人员售前服务，售前服务人员acceptance n. 接受接受concern n. 关注的事关注的事integrated launch plan 综合综合推介计划推介计划complement vt. 互补互补notify vt. 通知通知divisiveness n. 分布分布OHP 投影仪（投影仪（overhead projector的简称）的简称）PowerPoint 电子演

10、示电子演示honor vt. 执行执行information relay station 信息转信息转播站播站loop n. 圈圈interpersonal communication 人人际交往际交往informed decision 在了解情况的在了解情况的基础上作出的决定基础上作出的决定workable adj. 可操作的可操作的networking n. 人际网，关系网人际网，关系网relevant adj. 切合需求的，目的切合需求的，目的明确的明确的implement vt. 执行执行Text twoPreparatory Vocabularybudgetary matter 预算

11、问题预算问题reference n. 参考参考flat communication device 平面沟通手段（如电子邮件，平面沟通手段（如电子邮件，企业内部网，备忘录，通讯，企业内部网，备忘录，通讯，杂志等）杂志等）informative adj. 信息量大信息量大的，信息丰富的的，信息丰富的participant n. 参加者参加者awareness n. 意识，认识意识，认识程度程度venue n. （活动，事件（活动，事件等的）地点，举行场所等的）地点，举行场所distribution n. 分发分发 contribute v. 提供建议，起提供建议，起一份作用一份作用regional

12、 sales managers 地区销地区销售经理售经理synergy n. 协同作用，增效协同作用，增效（作用）（作用）insightful opinion 独到见解独到见解adapt to 适应适应adaptation n. 重新打造以适重新打造以适应，本土化应，本土化absence of leadership 指挥缺位指挥缺位interruption of work tasks 工作工作不衔接不衔接Notes to the Text(1)wThe tendency towards globalization in the business world means that (Text o

13、ne, Paragraph 2 )wBesides providing managements with the opportunity to disseminate(Text one, Paragraph 3,Line 3) wIn the long term, this too is likely to be of value to the company when(Text one, Paragraph 3,Line 8) wThe planning of international conferences presents the organizers with a mammoth t

14、ask but(Text one, Paragraph 5,Line 1)Note 1企业界日益全球化的趋势，意味着公司及企业界日益全球化的趋势，意味着公司及其员工必须目光向外，了解世界各地的市其员工必须目光向外，了解世界各地的市场状况。经理层因此勉励对外交往方面的场状况。经理层因此勉励对外交往方面的巨大挑战，其难度不亚于治理企业自身。巨大挑战，其难度不亚于治理企业自身。Note 2Besides providing managements with the opportunity to disseminate information formally, it also makes infor

15、mal meeting between company personnel possible which can only be beneficial to the organization as a whole. 这么做不仅提供了在正式场合传递信息的机会，这么做不仅提供了在正式场合传递信息的机会，同时还使企业员工日常交往成为可能。总的来同时还使企业员工日常交往成为可能。总的来说，这些只会给企业带来好处。说，这些只会给企业带来好处。 Note 3 In the long term, this too is likely to be of value to the company when th

16、e delegates at a meeting pass on to their dealers their enthusiasm for the companys products. 从长远来看，通过与会代表向经销商热从长远来看，通过与会代表向经销商热情宣传办会公司的产品，这种情宣传办会公司的产品，这种“热力热力”对公司也可能极具价值。对公司也可能极具价值。Note 4The planning of international conferences presents the organizers with a mammoth task but nowadays travel agents

17、 and hoteliers are aware of the requirements and do their best to facilitate conference arrangements. 对组织者而言，筹划召开国际会议无疑是一个对组织者而言，筹划召开国际会议无疑是一个庞大的工程。不过，如今旅行社和酒店经理人庞大的工程。不过，如今旅行社和酒店经理人已经意识到了这种需求，尽力提供会议安排。已经意识到了这种需求，尽力提供会议安排。Notes to the Text(2)wHow to make more of meetings (Text two, title)wThe most i

18、mportant issues are not always (Text two, Paragraph 2,Line 1) wBe prepared to accept and implement a suggestion that is contrary to.(Text two, Paragraph 3,Line 4) wFinally, remember that when a decision is made.(Text two, Paragraph 4)Note 1How to Make More of Meetings如何使会议富有成效如何使会议富有成效Note 2The most

19、 important issues are not always given the most time in the general running of meetings. 在大多数会议上，最重要的问题往往未能在大多数会议上，最重要的问题往往未能给予最多的时间讨论。给予最多的时间讨论。Note 3Be prepared to accept and implement a suggestion that is contrary to your own ideas if it is an improvement on them; such honesty and flexibility are

20、 signs of good leadership and earn respect.如果某个与自己的想法相左的建议确实更有道如果某个与自己的想法相左的建议确实更有道理，要有能够接受它并加以实施的心理准备。理，要有能够接受它并加以实施的心理准备。这种诚实与灵活并重的方式是出色领导人的标这种诚实与灵活并重的方式是出色领导人的标志，会赢得人们的尊重。志，会赢得人们的尊重。Note 4Finally, remember that when a decision is made it is important to act on it and to honour all the commitments

21、 you have made in the meeting.最后，别忘了很重要的一点：一旦做出某最后，别忘了很重要的一点：一旦做出某个决定，一定要付诸行动，会上作出的所个决定，一定要付诸行动，会上作出的所有承诺也都要切实履行。有承诺也都要切实履行。Text oneGenuine TestsPart One: InterviewInterlocutors Questions(1)How important is it for a company to have regular meetings? (Why?) 定期开会对公司有何重要性定期开会对公司有何重要性?(为什么为什么?)(2)What d

22、o you think makes a conference interesting? 什么能使会议吸引人？什么能使会议吸引人？(3)Could some meetings be replaced by other forms of communication? (Why?Why not?) 一些会议可否由其他沟通形式替代？一些会议可否由其他沟通形式替代？(为什么为什么?)(4)Do you think there will be any need for meetings in the future? (Why?Why not?) 你认为将来还有必要开会吗你认为将来还有必要开会吗?(为什么为

23、什么?) Suggested AnswersGenuine TestsPart Two：Mini-presentationA What is important when. ?Planning a meeting Agenda Size筹划召开会议需考虑哪些要点筹划召开会议需考虑哪些要点? 会议议程会议议程?规模规模?B What is important when. ?Preparing for a product launch, people involved? Cost?筹备产品推介会需考虑哪些要点筹备产品推介会需考虑哪些要点?参加人员参加人员?成本成本? Suggested Answe

24、rsGenuine TestsPart Three: Collaborative Task and Discussion Organising Sales Conferences The export sector of your company is expanding, and plans are being discussed for organising annual conferences for overseas agents. You have been asked to make recommendations for the proposal. Discuss, and de

25、cide together:what would be the benefits of annual conferences for participantswhat could be the content of the conferences组织销售会议组织销售会议 随着你们所在公司海外业务的不断扩大，公司计划为海外销售代理商组织举办年会，并正对此展开讨论。请你们对该计划提出建议。讨论并决定：年会能给参加者带来什么好处会议应该包含哪些内容 Suggested Answers(1) Very important. It is an effective way to collect ideas

26、, let know and ask for suggestions for solutions to problems. -Very important. It keeps employees well-informed with latest developments of the company and is good for communication. -Very important. It provides opportunities for employees to express their opinions and gives them a scene of particip

27、ation. -Very important. A meeting is typically called to provide or clarify information, give and receive feedback, provide training, allow discussion, encourage problem-solving, make decisions and set goals.(2)Up-to-date technologies can make a conference interesting, such as OHP and PowerPoint to

28、give illustrations. -The speaker can make a conference interesting, especially when he is confident, eloquent and with a good sense of humor. Suggested answer 1Suggested answer 1(3) Yes. For instance, meetings for brainstorming, data gathering and sharing, planning for specific events and projects,

29、etc. could be done by memos, letters, conference calls and E-mails. These forms can sometimes be more effective.(4) -Yes. Even in the future when people E everything, people still desire to meet face to face in order to discuss, gather information and do business.Suggested answer 2 ACreating an agen

30、da is very important when planning a meeting. Doing so helps participants know what they should be talking about and keeps the conversation focused. All items to be discussed at the meeting should be listed on the agenda and the purpose of each item should be clearly indicated. Make sure copies of t

31、he agenda are available before the meeting. The size of a meeting depends on its purpose. A meeting for passing on information to employees can be fairly large, for few questions and comments are expected from the audience. If its a meeting where different ideas are contributed and a decision is to

32、be reached, its size should be controlled to save time. A suitable venue is also important. It should be a place convenient to all participants so that everyone can arrive on time. BWhen preparing for a product launch, its important to consider people involved. Account executives, sales managers, an

33、d critical selling team members should be included. These people know customers as well as the product and can ensure proper communication of selling points to all prospective customers to accelerate their acceptance of the product. Cost is always an important factor to consider, although it is not

34、the most important concern when preparing for a product launch. For a product launch, the purpose is to put across a good image of the product for market success, and that needs money. The money will not be wasted if the launch is well handled and the cost will be justified by subsequent good sales

35、figures. An integrated launch plan is the most important. It is what a successful product launch requires. All elements of the launch process must complement each other, providing consistent messages to achieve the desired goals of attracting the prospecting the prospective customer. Suggested answe

36、r 3A: You see, the export sector of our company is expanding and we have an increasing number of overseas agents.B: Yeah. With more and more agents working for us around the world, how to keep them on track is a problem. It is a good idea to hold annual conferences for them.A: These are many benefit

37、s to do so for the participants. To start with, those conferences can work as an information relay station for the purpose of spreading information to keep participants well informed about whats going on in the company and in the industry.B: Thats what I see it. And also, the conferences offer a pla

38、tform for them to share valuable experience, exchange views, discuss work and solve problems.A: Yeah. In this way, informal meeting between participants is made possible which can lead to closer contact and is good to the company as a whole.B: You are right. Although communication can be done by oth

39、er forms such as newsletter or E-mail, they can never replace personal contact.A: Thats why face-to-face meetings and conferences are still considered the most useful forms for interpersonal communication.B: We should also give thought to content if the conferences are to be successful and not just

40、a formality and a waste of time for everyone.A: In my opinion, there should be a review of what is done in the past year to give the participants an overall picture of overseas sales, including achievements and whatever that needs improvement. B: That means there should be sales reports to let parti

41、cipants know about how their products sell and the market situations in different parts of the world.A: So they have something to learn from and avoid making the same mistakes.B: And of course there have to be plans to set goals and targets for the overseas agents to accomplish in the coming year.A:

42、 This can be done by getting the participants to look at the plans and gathering their ideas to reach more informed and workable final decisions.B: And last but not the least, I think an award ceremony should be arranged to award “Agents of the Year” who have achieved the best sales figures.A: Good

43、idea! I believe this will be an effective way to boost morale and encourage people to work harder in the days to come.Text twoGenuine TestsPart One: InterviewInterlocutors Questions(1)How useful is it for people in business to attend conferences? (Why?) 参加会议对搞企业的人有何用处参加会议对搞企业的人有何用处?(为什么为什么?)(2)Do yo

44、u think flat communication devices will replace face-to-face contacts altogether in the future? (Why?Why not?) 平面沟通手段是否会在将来完全替代面对面交往平面沟通手段是否会在将来完全替代面对面交往?(为什么为什么?)(3)Do you think companies should pay for staff to attend conferences? (Why?Why not?) 一些会议可否由其他沟通形式替代？一些会议可否由其他沟通形式替代？(为什么为什么?)(4)Do you t

45、hink it is a good idea to attend conferences in other countries? (Why?Why not?) 你认为到国外参加会议是否值得提倡你认为到国外参加会议是否值得提倡?(为什么为什么?) Suggested AnswersGenuine TestsPart Two：Mini-presentationA What is important when. ?Deciding whether to attend a conference Venue Speakers决定是否参加会议需考虑哪些要点决定是否参加会议需考虑哪些要点? 地点地点? 发言

46、人发言人?B What is important when. ?Attending a business meeting, listening carefully? Taking notes?参加商务会议需注意哪些要点参加商务会议需注意哪些要点?仔细听仔细听?记笔记记笔记? Suggested AnswersGenuine TestsPart Three: Collaborative Task and Discussion Attending Regional Sales Managers ConferenceYour manager has been invited to attend a

47、conference for regional sales managers organised by the headquarters of your company. You have been asked to help with the preparation. Discuss the situation together, and decide:what kinds of data should he take with him to the conferencehow to do networking at the conference with other regional sa

48、les managers参加地区销售经理会议参加地区销售经理会议你们所在公司的经理受邀请参加总公司举办的地区销售经理会议。请你们协助策划准备工作。讨论并决定：需带上什么材料会上如何与其他地区销售经理建立人际关系网 Suggested AnswersSuggested answer 1(1)-Its very useful. At conferences people can share and get important business information which is good for company development. -Its very useful. Conferenc

49、es offer chances for people to communicate with each other and to establish contacts. -Its very useful. Conferences offer chances for people to do some useful networking which may benefit the company a great deal.(2)-I dont think so. Although flat communication devices such as E-mail, intranets and

50、employee publications have a part to play, they can never replace more interactive methods involving face-to-face contacts.(3)-Sure. It can raise peoples awareness of the companies and is good for their growth. -Sure. By attending conferences, they can get new ideas and learn new things. This is goo

51、d for individual development as well as for the company.(4)-Yes, if the company can afford that. It is a good opportunity to learn different ways of doing business and get to know about foreign markets and foreign customs. These are essential for a companys development. -Yes. It is a good opportunit

52、y to get the first hand information about foreign markets and can be helpful to the companys global expansion. -It depends. You have to consider whether it is worth doing that since attending conferences in other countries can be very expensive.Suggested answer 2AWhen you are deciding whether to att

53、end a conference, speakers are a very important factor to consider. If they are well-known people knowing a lot about a particular field, or from big multinationals, the conference will be likely to be informative and you may benefit a lot from it.Venue is not so important, but if the conference is

54、held in a place with beautiful surroundings, more people will go and its good for you to do some useful networking.Topics covered are also very important, since you can really benefit from a conference only when what the speakers talk about is what youre interested in or what relates to your work.Al

55、so, if there is an exhibition during the conference, there would be more participants.BListening carefully is very important when attending a business meeting. By doing so, you can better understand what other people are talking about and benefit from their ideas and points of view. This also shows

56、your respects to other people.In a meeting, a lot can be said in a short time and so its important to take notes of the main points discussed and the decisions made, so that you wont miss the important items. Notes taken would be useful later reference or for distribution to those who couldnt make it or need to know the outcomes.Careful preparation is also important. Think well about what to say, that to contribute before the meeting, so that you can express yourself clearly and in a more logical way.Suggested answer 3A: Well, the headquarters of our company is organis